Sales Manager, Bondtester

Nordson Corporation•Washington, NV

About The Position

The Sales Manager will support the growth of Nordson X-Ray and Test business, with an initial focus on the Bondtester product line. The role requires developing a strong understanding of products, markets, customers, and channel partners, and working with third-party sales representatives to develop opportunities, maintain partner engagement, and align activity with the go-to-market strategy. The position builds relationships with channel partners and customers to identify new business, increase market share, and deliver a strong customer experience, while supporting and holding representatives accountable for pipeline development, sales activity, and agreed objectives. The Sales Manager will serve as a regional product-line subject matter expert, developing knowledge of designated products, applications, and target markets. The role collaborates with internal sales, application, service, marketing, and product line teams to support customer excellence and revenue growth, and ensures consistent execution of commercial strategy across assigned territories and channel partners. Responsibilities also include developing channel strategies; recruiting, onboarding, and managing third-party partners; supporting partner enablement and go-to-market initiatives; monitoring partner performance; negotiating partner agreements; ensuring partner training and certification; and resolving partner conflicts. The role maintains project pipeline and customer data in CRM systems, and provides accurate, timely forecasts, including rolling forecasts of at least 12 months. The position is office-based, with travel to countries, regions, and customers as required. Travel is estimated at 50% within the USA and Canada, with possible global travel for sales team meetings.

Requirements

At least 2 years of experience in sales, service, or application support of capital equipment.
High technical capability to sell complex electronic solutions.
Excellent communication and interpersonal skills.
Proven ability to drive the sales process from plan to close.
Planning and forecasting skills.
CRM proficiency, such as C4C.

Nice To Haves

Excellent analytical capability and data-driven decision-making.
Excellent negotiation skills.
Time management, prioritization, and delegation skills.
Flexibility and openness to feedback.
Ability to lead, coach, and develop account plans.
Ability to inspire and motivate cross-functional teams.
Expertise in spreadsheets, presentations, and databases.
Experience in semiconductor and electronic assembly markets.

Responsibilities

Develop a thorough understanding of assigned product lines, applications, and target markets, initially focusing on the Bondtester product line.
Work with third-party sales representatives to develop opportunities, maintain partner engagement, and align activities with the go-to-market strategy.
Build productive relationships with channel partners and customers to identify business opportunities, increase market share, and deliver a strong customer experience.
Support and hold third-party representatives accountable for pipeline development, sales activity, and agreed business objectives.
Collaborate with internal sales, application, service, marketing, and product line teams to support customer excellence and revenue growth.
Ensure consistent execution of commercial strategy across assigned territories and channel partners.
Develop and execute channel strategies to drive revenue growth through selected third-party partners.
Identify, recruit, and onboard new channel partners in targeted regions or verticals.
Manage existing partner relationships to align with business goals and maximize performance.
Support partner enablement and go-to-market initiatives in collaboration with sales, marketing, and product teams.
Monitor and analyze partner performance metrics and provide regular reporting and insights to leadership.
Negotiate partner agreements, including pricing, incentives, and contractual terms.
Ensure partners are trained and certified on product offerings and sales processes.
Resolve partner conflicts and escalate issues as needed.
Maintain the project pipeline weekly, keeping key opportunities current in the CRM and customer data current in C4C.
Provide accurate and timely forecasts through CRM tools, including rolling product/business win forecasts for a minimum of 12 months.